The Sales Integrator™
Blog
The Sales Integrator™
Short, sharp essays on The Sales Operating System – Right People, Right Positioning, Right Process, and Right Pulse.
Most of what gets written about sales is written by consultants and pundits who comment on it from a distance. These are written from the front line by someone who still does it.
New essays go up when there is something worth writing. Not when the calendar says it is time.
Hiring Salespeople Requires an Advantage
Hiring salespeople in this economy is very difficult, and in most economies. Very few salespeople are actively seeking a new position currently. It is ...
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Sales DNA: The Need for Approval
We are pulling more data from the Objective Management Group data warehouse of nearly 1.9 million assessments and evaluations of sales professionals. Today let’s ...
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6 Types of Consultative Selling Questions
Everyone understands that every salesperson should be selling consultatively; selling consultatively means asking questions. Objective Management Group data notes that only 35% of salespeople ...
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